I send a PDF to my homesellers. If they read it, it's gospel, but if I tell them, I'm just a salesperson.

Tell your sellers to be realistic and evaluate their homes the same way a picky buyer would.

Have your clients look at the compareables for themselves.

I admit, the Houston market has been extremely rewarding. But instead of being a great agent, I turned into an order-taker in 2014. The housing rush came with oil prices at $100 a barrel. Working as a listing agent was like winning the lottery. I veered from my routine on pricing a home.